The Three Types of Marketing Calls

Business to Business or B2B calls are salespeople marketing products and services to business owners.

Business to Consumer or B2C calls are salespeople marketing products and services to consumers.

Then, there is a less-known one: the C2BO call. This is the Consultant to Business call.

There is a huge difference between B2B, B2C and C2B. Most people are familiar with B2B and B2C. So, let's briefly discuss these first.

B2B calls occur when salespeople sell, let's say, copy machines to businesses with high volume copying needs.

Copy machines and related products are all this copy machine vendor sells. The copy machine salesperson really knows his or her products well. They may even know how their copy machine compares with other copy machine manufacturers.

The sales goal is to find businesses looking to buy copy machines or upgrade existing machines.

B2C calls are types of calls most people do not like because most consumers receive calls at their residences. Consumers receive calls for just about any product or service like travel packages, windows, real estate, etc.

Companies offering products and services are mostly legitimate. Companies use telemarketers because it's the least expensive, most effective method to get consumer-based products and services to the masses.

As a person who makes calls, but not to consumers at home, I have to give credit to marketers who have the courage to call people at home. I personally would find it hard to call consumers at home to promote a product or service.

C2BO calls are the types consultants made to business owners who may need support with internal matters such as improving company procedures, guidelines or processes to increase productivity or performance.

Only the business owner knows if his or her business needs improvement. Consultants can never provide services if business owners do not believe support is needed.

Often, it's a sensitive subject for the business owner to release unflattering company performance information to consulting firms. But this is where my company, 321 Biz Dev LLC, has to start unless business owners call us first...which is rare.

A C2BO relationship lasts much longer than B2B interactions and definitely B2C ones. A consultant firm may work with a business owner for months or longer to help improve internal productivity or performance challenges.

Probably, the greatest C2BO benefits to small business owners are the following:

1. The consultant firm has to meet the business owner expectations. No reputable consultant firm will sign an agreement to improve the current situation if the firm is unable to do so. Consulting firms are not like marketing companies which accept payment and are not bound to deliver what is promised. As mentioned in a previous article and podcast episode, marketing companies only promote products and services and cannot commit to sales guarantees.

2. Consulting firms work closely with business owner to elevate staff skills or improve processes. Elevating staff skills or improving processes are items that can be measured. To increase the number of sales prospects, the consultant can install a sales system to increase prospects. If the prospect number was 10 in March, and in the next month of April, after the consultant's work, the prospect number is 25, then the consultant delivered.

3. Consulting firms only receive payment if the business owner is satisfied with the work or the consultant delivered according to an agreement. Business owners work with the consulting time. Business owners and consultants are partners, not adversaries as the relationship often in buyer-seller relationships. Business owners seek permanent, long-term improvement to their operations. Only consultants are committed to deliver results.

4. Finally, payment to consulting firms must make 'dollars and sense'. Most consulting firms know that exorbitant consulting fees far exceeding the financial benefit to the business owners is unrealistic and predatory. How can a consultant firm charge $25,000 when the short- and long-term financial gain to business owners is only $5,000 or $10,000 over a few months? As company policy, 321 Biz Dev LLC has a minimum 3:1 ROI ratio requirement favoring the business owner for our services after the business owner completes our 6-9 hour sales system training. Meaning for $1 dollar paid to 321 Biz Dev LLC, the business owner must make $3. Here's what the math equation to calculate ROI:

321 Biz Dev LLC is here to help any white-collar small business with improving sales systems and finding more prospects through our business development services.

Let 321 Biz Dev LLC help you become the CEO you are meant to be. The good news is none of our sales systems training is rah-rah or hype.

Interested parties can contact me, Rick Nappier, CEO, at (833) 321-3212, or Yeilyn Rodriguez, VP, Business Development Specialist (bilingual) for English or Spanish contacts, at (786) 697-3400.

Business owners can also complete a 5-minute Questionnaire by clicking the Services tab on our website. Also, click the About and Podcast tabs to see and hear more about 321 Biz Dev LLC.

Thanks for reading this article.

Rick, CEO

Yeilyn, VP